Account Executive, Strategic Accounts

About the Role

Join Airtable as a Strategic Account Executive to advise Fortune 500 global clients on leveraging our no-code platform to drive massive business transformation. This is a high-impact role offering the opportunity to build deep, long-term relationships with executive decision-makers across the world's largest organizations.

Responsibilities

• Own the full sales cycle, from prospecting and pipeline development to closing new business on the Airtable Platform through both inbound and outbound efforts.
• Develop and execute comprehensive account plans for a prioritized book of strategic accounts (3K+ FTEs).
• Build and nurture relationships with senior executives, C-level stakeholders, and decision-makers across various industries and internal buying centers (IT, Procurement, Legal).
• Model compelling, wall-to-wall use cases demonstrating how Airtable drives business transformation across multiple departments.
• Coordinate internal resources, including Sales Engineering, Legal, and Implementation Specialists, throughout the sales and adoption cycle.
• Forecast sales performance accurately against targets using detailed deal analysis.

Requirements

• 8+ years of quota-carrying SaaS sales experience within a SaaS company, selling complex software solutions.
• 6+ years of demonstrated success selling into the Enterprise segment.
• Proven track record of consistently overachieving quota across 6-8 quarters, including periods of strong overachievement.
• Demonstrated ability to successfully and repeatedly close six-figure Annual Recurring Revenue (ARR) deals in competitive environments.
• Experience managing complex deals and navigating procurement and legal processes while engaging C-level and VP stakeholders.
• Exceptional executive presence, consultative selling skills, and strong written and verbal communication abilities.

Nice-to-Haves

• Deep understanding of how to align key stakeholders company-wide to drive platform adoption.
• Experience selling platform or workflow automation solutions.
• A scrappy, resourceful approach to problem-solving and identifying customer business needs.

Role Impact

This role is critical to Airtable's growth, directly influencing how the world's largest companies modernize their critical business processes using our platform.